Today people are looking for the story behind the brand. Where did it come from? How was it marketed? And how is it perceived?

Unlike a pitch about features and benefits, a brand story takes you to the often humble origins of a product and its founders. It should contain at least one memorable piece of information that is uncommon, enlightening, or surprising.

The purpose of the brand story is to create a lasting relationship with the customer. Generally stemming from curiosity, the customer identifies with the founder and his/her vision of a unique and successful solution to a need.

Here are 3 important elements, with some questions for your consideration, to help you compose your own great brand story:

How the product began. When did the product or brand come about? Who was the founder or inventor? What were the circumstances surrounding its inception? Where did the idea come from? What problem did it solve? What was the original vision of the founder? How did he finance his idea? How did the product or brand change or evolve over time? Who have been the brand owners or stewards?

How it was marketed. How was it financed during its start-up? Was it bootstrapped? What were the challenges and solutions to getting the brand to the market? How long did it take to gain traction? Through what channels was it marketed? What was the brand promise, and is it still delivering? What is the significance of the logo? How is the brand positioned, and what other brands does it compare to in price, value, dependability, and niche?

How it is perceived by the consumer. Where and when does the consumer see it? Does it fill the customer’s need? Is it still relevant? Does the brand stand for more than the product it represents? What is the extent of its community outreach? What is the reputation of the brand? What awards, accolades, and endorsements has the brand garnered? Is it dependable? Is there continuity?

Depending on your audience’s interest and attention span, you can mix and match the questions posed here to develop the content and length of your own brand story. Remember, brand stories need to be informative, entertaining, and consistent. You may have to deliver your brand story in a short elevator speech, or you may have to give a formal presentation.

Give them a compelling story they can identify with. Include your challenges.

Overcoming adversity, through sheer genius or dumb luck, is an integral part of the success stories we all love.

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) & Shelf Smarts courses to help consumer product brand builders achieve success. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular business site at www.thebarefootspirit.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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